Barry Callebaut Group
Job Description
The Director, Cocoa Sales – Global Corporate Accounts North America is a senior cocoa products sales management role within the Cocoa North American organization, reporting to the Vice President, Cocoa North America. The Director owns the cocoa sales relationships for the GCA’s (including subsidiaries) in North America* and is responsible for intensive internal and external customer interaction with senior stakeholders.
Key Responsibilities
Accountable for setting, implementing, driving and delivering third‑party cocoa product sales targets among the GCA’s in NA.
Leads and supports the GCA sales team in North America on cocoa products (liquor, butter, powder) to meet/exceed commercial TP cocoa product targets.
Organises, controls and coordinates all cocoa product‑related activities linked to GCA’s in NA to achieve short‑ and long‑term overall cocoa product business objectives.
Actively proposes, sets, participates and supports the Cocoa GCA NA sales strategy for TP cocoa products and their application.
Actively supports the GCA NA sales team as cocoa product experts for the region.
Acts as a centre of excellence (“Hub of expertise”) for commercial cocoa product related questions.
Develops and maintains regular relationships with strategic internal & external stakeholders for BC GCA TP cocoa product business in NA.
Coordinates and controls all interactions with all relevant cocoa functional areas (R&D, quality, supply chain, pricing, production/availability for sale, sales operations) to maximise the impact of all the company’s strengths and resources in support of the GCA’s in North America.
Constantly investigates & maps new TP cocoa product business potential among GCA’s in NA in line with overall BC Cocoa NA mid‑long‑term strategy.
Coordinates global cocoa product tenders at regional level.
Ensures consistent approach within the other BC regions and ensures cross‑regional learning/link with global GCA management.
Leads account managers for cocoa topics, including pricing, annual budgeting, forecasting and contracting with customers.
Actively supports & drives TP cocoa product contract execution.
Supports the productivity and R&D agendas.
Works with the Trading, sourcing & risk management team to develop proactive risk management strategies related to cocoa futures market structure and switch and carry cost optimisation.
Ensures supply chain continuity, and that customer OTIF targets are reached.
Accountable for cocoa topics at regional quarterly customer steercos.
Enabling Chocolate Sales
First and main cocoa contact person for regional VPs responsible for Mondelez, Unilever, TMICC & Hershey.
Regional cocoa commercial lead for cocoa pricing, open costing/combo models.
Ensure consistency between regional cocoa product manufacturing footprint and commercial offer.
Act as a centre of expertise for all technical cocoa related questions.
Proactively proposes solutions (customer‑related) to support BC combine ratio position optimisation.
Qualifications
University degree (commercial background).
10+ years commercial experience in cocoa products (liquor, butter & cake/powder) sales.
English language fluency.
Experience in sustainability cocoa programmes and certifications (a plus).
Experience in cocoa beans/trading (a plus).
Regional/key account sales management (8+ years).
Strong analytical skills.
Knowledge of commodity futures and their use in pricing physical cocoa products.
Experience working in multi‑functional teams (R&D, Operations, Supply Chain, Marketing, finance).
Project management experience.
What You Can Expect From Barry Callebaut
Salary Range of $165,000 – $200,000, depending on factors such as experience and location, plus annual bonus and a comprehensive benefits package.
PTO, Paid Holidays, Flex Days.
Environment that welcomes workplace flexibility and a hybrid environment.
An atmosphere where diversity is embraced, and inclusivity is second nature – #OneBC! Just ask our champions with the Americas Women’s Forum and the Racial Equality Forum.
Ability to grow personally and professionally within an organization that values development and internal career growth.
Be part of our mission in making sustainability the norm through Forever Chocolate with priorities centred around prospering farmers, zero child labour, carbon and forest positive, and creating 100 % sustainable ingredients in all our products.
At Barry Callebaut, we are committed to Diversity & Inclusion. United by our strong values, we thrive on the diversity of who we are, where we come from, what we’ve experienced and how we think. We are committed to nurturing an inclusive environment where people can truly be themselves, grow to their full potential and feel they belong. #oneBC – Diverse People, Sustainable Growth.
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Key Responsibilities
Accountable for setting, implementing, driving and delivering third‑party cocoa product sales targets among the GCA’s in NA.
Leads and supports the GCA sales team in North America on cocoa products (liquor, butter, powder) to meet/exceed commercial TP cocoa product targets.
Organises, controls and coordinates all cocoa product‑related activities linked to GCA’s in NA to achieve short‑ and long‑term overall cocoa product business objectives.
Actively proposes, sets, participates and supports the Cocoa GCA NA sales strategy for TP cocoa products and their application.
Actively supports the GCA NA sales team as cocoa product experts for the region.
Acts as a centre of excellence (“Hub of expertise”) for commercial cocoa product related questions.
Develops and maintains regular relationships with strategic internal & external stakeholders for BC GCA TP cocoa product business in NA.
Coordinates and controls all interactions with all relevant cocoa functional areas (R&D, quality, supply chain, pricing, production/availability for sale, sales operations) to maximise the impact of all the company’s strengths and resources in support of the GCA’s in North America.
Constantly investigates & maps new TP cocoa product business potential among GCA’s in NA in line with overall BC Cocoa NA mid‑long‑term strategy.
Coordinates global cocoa product tenders at regional level.
Ensures consistent approach within the other BC regions and ensures cross‑regional learning/link with global GCA management.
Leads account managers for cocoa topics, including pricing, annual budgeting, forecasting and contracting with customers.
Actively supports & drives TP cocoa product contract execution.
Supports the productivity and R&D agendas.
Works with the Trading, sourcing & risk management team to develop proactive risk management strategies related to cocoa futures market structure and switch and carry cost optimisation.
Ensures supply chain continuity, and that customer OTIF targets are reached.
Accountable for cocoa topics at regional quarterly customer steercos.
Enabling Chocolate Sales
First and main cocoa contact person for regional VPs responsible for Mondelez, Unilever, TMICC & Hershey.
Regional cocoa commercial lead for cocoa pricing, open costing/combo models.
Ensure consistency between regional cocoa product manufacturing footprint and commercial offer.
Act as a centre of expertise for all technical cocoa related questions.
Proactively proposes solutions (customer‑related) to support BC combine ratio position optimisation.
Qualifications
University degree (commercial background).
10+ years commercial experience in cocoa products (liquor, butter & cake/powder) sales.
English language fluency.
Experience in sustainability cocoa programmes and certifications (a plus).
Experience in cocoa beans/trading (a plus).
Regional/key account sales management (8+ years).
Strong analytical skills.
Knowledge of commodity futures and their use in pricing physical cocoa products.
Experience working in multi‑functional teams (R&D, Operations, Supply Chain, Marketing, finance).
Project management experience.
What You Can Expect From Barry Callebaut
Salary Range of $165,000 – $200,000, depending on factors such as experience and location, plus annual bonus and a comprehensive benefits package.
PTO, Paid Holidays, Flex Days.
Environment that welcomes workplace flexibility and a hybrid environment.
An atmosphere where diversity is embraced, and inclusivity is second nature – #OneBC! Just ask our champions with the Americas Women’s Forum and the Racial Equality Forum.
Ability to grow personally and professionally within an organization that values development and internal career growth.
Be part of our mission in making sustainability the norm through Forever Chocolate with priorities centred around prospering farmers, zero child labour, carbon and forest positive, and creating 100 % sustainable ingredients in all our products.
At Barry Callebaut, we are committed to Diversity & Inclusion. United by our strong values, we thrive on the diversity of who we are, where we come from, what we’ve experienced and how we think. We are committed to nurturing an inclusive environment where people can truly be themselves, grow to their full potential and feel they belong. #oneBC – Diverse People, Sustainable Growth.
#J-18808-Ljbffr